High-profit selling : win the sale without compromising on price / Mark Hunter.

Includes index.

High-Profit Selling offers you a whole new way of thinking about sales. The book gives you a comprehensive, step-by-step system for moving toward a profit-centered approach that will strengthen your relationships and increase your bottom line.

Are you hurting your profit -- "Profit" is not a dirty word -- Use needs and benefits to command a higher price -- Creating real value using your price point -- Prospecting that works -- Sell more by talking less -- Skip the sales presentation -- Leverage knowledge to the fullest -- Sell more without even being there -- Selling to the C-Suite -- How to handle price objections -- Executing a price increase -- Purchasing departments and the professional buyer -- RFPs and RFQs: the bidding process -- Position yourself to continue earning high profits.